A sales course for people involved in selling services including professional services
What you will learn
How to build genuine trust by listening, understanding wants and needs, and approach customers in an open, transparent way.
Building connections through networking and personalised lead generation methods creating opportunities to meet qualified prospects
Opening conversations and managing the needs analyis to fully understand your prospects
Managing a respectful sales process and why traditional sales practices of handling objections and closing can lose great opportunities
Focusing your selling on the immediate-midterm and long term to build a quality pipeline of business
Why take this course?
🌟 Sales Focus: Trust-Based Selling Program 🌟
Who is this course for?
This course is tailored for sales professionals, particularly those involved in selling services, including professional services. It’s designed for anyone who wants to master the art of trust-based selling—a method that goes beyond conventional tactics like aggressive closing and assertiveness. Instead, it focuses on building genuine trust, understanding client needs, and approaching customers with transparency and openness.
🚀 Course Overview 🚀
Module 1: What is Trust-Based Selling? 🎓
- Discover the essence of trust-based selling and why it stands out as a sophisticated sales process.
- Dive into the four pillars of trust: genuineness, transparency, and curiosity—all centered around the client.
Module 2: Building Rapport 🤝
- Debunk common myths about building rapport and learn how to do it authentically using Neurolinguistics (NLP).
- Techniques to foster trust during interactions.
Module 3: Personality Styles in Decision-Making 🧐
- Identify the four behavioural styles that influence decision-making and learn how to sell effectively to each type.
- Understand the obstacles that prevent clients from purchasing and how to overcome them.
Module 4: VAK Communication Styles 👂🏼👁️🥳
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- Comprehend the different communication styles (Visual, Auditory, Kinesthetic) and how they impact buying decisions.
- Avoid common communication barriers to ensure your message is clear and compelling.
Module 5: Networking And Lead Generation That Works 🤫
- Master the art of in-person networking to build lasting connections.
- Learn strategies for generating leads at events, including pre-event preparation and post-event follow-up.
Module 6: Trust-Based Selling Outreach – Building Connections and Prospects 💌
- Explore the importance of outreach in building a robust sales pipeline.
- Discover effective outreach methods and how to create content that resonates with potential clients.
Module 7: Trust-Based Selling Sales Process 📈
- Understand the critical steps of the trust-based selling sales process and the importance of performance ratios at each step.
Module 8: Opening Conversations and Needs Analysis 🗣️
- Learn techniques for initiating conversations and conducting a needs analysis to uncover real client requirements.
- Master the questioning methodology to enhance engagement and identify mutually beneficial opportunities.
Module 9: Presentations, Propositions and Proposals 📊
- Explore how presentations differ in trust-based selling and the importance of opinions versus recommendations.
- Navigate propositions effectively and transition to compelling proposals that maximize holding price and offset competitors.
Module 10: How Trust-Based Sellers Write Successful Proposals 📚
- Grasp the golden rules for writing trust-based proposals with a high closing ratio.
- Receive guidelines and learn about crucial inclusions and pitfalls to avoid in your proposal writing.
Module 11: Winning and Losing Sales With Trust-Based Selling 🏆
- Analyze the psychology behind securing a trust-based sale after presenting a proposal.
- Reflect on common reasons for losing sales and summarize the core principles of trust-based selling.
Enroll in the Sales Focus: Trust-Based Selling Program today and elevate your sales skills to new heights! 📈🚀
